Student preferences for sales careers around the Pacific Rim

Article Abstract:

This study compares sales and marketing career perceptions and preferences of business students in the United States, New Zealand, and the Philippines. In all three countries, students most preferred marketing management as a career path, while few, if any, selected industrial sales. In contrast to prior U.S. studies, grade-point average correlated in a mixed fashion with sales career preference. Students, in all three groups, utilized negative sales descriptors such as "stressful," "boring," and "pushy." Based upon these findings, students do not appear to accurately undestand the role played by industrial salespersons. Findings and implications for industrial marketers are presented. (Reprinted by permission of the publisher.)

Research, Marketing, Beliefs, opinions and attitudes, Career choice, Vocational guidance, Americans, Sales, Business students

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An examination of the cross-cultural female response to offensive sex role portrayals in advertising

Article Abstract:

Women in New Zealand, Thailand and Japan showed varying degree of reaction with regards to offensive sex role portrayals in advertising. Women in New Zealand were found to be the most highly reactive to offensive sex role portrayals in advertising followed by women in America, Japan and Thailand. The possibility of a negatively-perceived advertisement affecting the image of a company, which might result to boycotting of products, exists as shown by a finding indicating the presence of a strong linkage between role portrayals and company image and between company image and purchase intention.

Advertising Management, Social aspects, Analysis, Women, Ethical aspects, Advertising, Sex roles, Women in advertising, Sex role in advertising

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Guidelines for managing an international sales force

Article Abstract:

In today's global economy, increasing numbers of companies are entering the international marketplace. For many companies, the role played by the sales manager will ultimately determine the success of the firm. Whereas all sales managers plan, implement, and control activities, these areas of responsibility become far more complex in the global arena. This article examines the principal managerial functions, discusses specific situations, and provides guidelines to assist sales managers with their role in the global marketplace. (Reprinted by permission of the publisher.)

International aspects, Sales management

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